Strategic Technology Partnerships Director

Who We Are

Having surpassed $300M ARR and continuing to grow, Optro is the leading audit, risk, ESG, and InfoSec platform on the market. More than 50% of the Fortune 500, including 7 of the Fortune 10, leverage our award-winning technology to move their businesses forward with greater clarity and agility. And our customers love us: Optro is top-rated on G2.com and Gartner Peer Insights.

At Optro, we inspire each other to innovate and are proud of what we are producing. We spend each day thinking of new ways to help our customers and contribute to the greater good of our company and our surrounding communities. We are all about assisting each other and breaking through barriers to create the most loved audit, risk, ESG, and InfoSec platform by our customers. This is how we have become one of the 500 fastest-growing tech companies in North America for the seventh year in a row, as ranked by Deloitte!

Why This Role is Exciting

The Strategic Office is building a formal ecosystem partnerships capability in 2026. The GRC market is consolidating, and the companies we partner with such as ERP platforms, financial reporting tools, workflow systems, etc. are the same companies shaping the future of how enterprise risk and compliance gets managed. These strategic distribution channels require intentional management to drive the value and scale Optro requires now and in the future. This role fixes that.

This is not a traditional partnerships or channel sales role. The person who takes this role will be building something from scratch: the partner strategy, the target prioritization framework, the commercial structures, the executive relationships, and the GTM motions that generate measurable pipelines and position Optro as the ecosystem partner of choice in GRC.

They will also be managing relationships that could become the most strategically important ones in Optro’s history. That requires someone who can operate simultaneously at the commercial and the strategic level, closing co-sell agreements on Monday and having C-suite conversations about joint roadmaps on Thursday.

Key Responsibilities 

1. Partnership Origination & Structuring

You will build and maintain Optro’s ecosystem partnership strategy from the ground up. That means:

• Mapping the GRC, ERP, financial reporting, and adjacent enterprise software landscape to identify the highest-value partnership targets

• Developing the business case for each priority partnership: the commercial rationale, the integration opportunity, the GTM model, and the long-term strategic value

• Leading commercial negotiations and executing partnership agreements; co-sell arrangements, technology integration agreements, joint GTM commitments

• Maintaining a living partner landscape map that informs the LRP, the M&A thesis, and the CEO’s strategic narrative

2. GTM Activation and Operationalization

Partnerships that don’t generate commercial traction are just agreements. You will own the go-to-market motion for each active partnership:

• Design and run co-sell programs with partner sales teams, including joint pipeline development, deal registration, and field enablement

• Coordinate with Optro’s Marketing and Sales teams on joint campaigns, integration go-to-market, and partner-sourced demand generation

• Build the internal case for each partner’s channel value; partner-sourced pipeline should show up in the GTM numbers and be attributable

• Work with Product and Engineering on integration prioritization, ensuring the technical integration roadmap aligns with the commercial partnership strategy

3. Relationship Governance & Strategic Optionality

This is the work stream that separates this role from a conventional business development or partnerships function. You will:

• Own executive relationships at partner companies at the VP+ level, not just with their partner programs or technical teams

• Maintain a regular cadence of strategic dialogue with each priority partner: joint roadmap alignment, product vision sharing, market positioning conversations

• Monitor each partnership for signals of deepening strategic interest; acquisition intent, category expansion, competitive positioning shifts and route those signals to the CEO, Corp Dev, and CGO.

• Serve as the connective tissue between Optro’s partnership activity and the company’s M&A strategy: the relationships you build are the pipeline from which strategic transactions emerge

Attributes for a Successful Candidate

• 7+ years in strategic partnerships, business development, or corp dev in B2B SaaS or enterprise software with a track record of building from scratch, not inheriting a mature program

• Experience structuring complex, multi-party commercial agreements co-sell arrangements, technology integration agreements, joint GTM commitments

• Demonstrated ability to build and manage executive relationships at the VP and C-suite level at large enterprise software companies

• Strong commercial instincts: you can run a negotiation, read a room, and close an agreement without hand-holding

• Experience in GRC, audit, risk, compliance, ERP, financial reporting, or an adjacent enterprise software category is a meaningful advantage

Our Company Values

• Customer obsession: It starts and ends here. Consistently ask yourself how what you’re doing creates value for our customers. It’s a mindset.

• Gritty resilience: Make it happen. Find a way. Move fast, stay positive, and do what it takes.

• Drive innovation: Create the future. Continuously improve what exists and invent what’s next.

• Win, together: One team. No silos, no egos. Drive to be the best and support each other’s success.

• Growth mindset: 10x, not 10%. Think in orders of magnitude, not increments. Seek feedback, learn, and improve.
  

Perks*

• Launch a career at one of the fastest-growing SaaS companies in North America!

• Live your best life (LYBL)! $200/mo for anything that enhances your life

• Comprehensive employee health coverage (all locations)

• 401K with match (US) or pension with match (UK)

• Competitive compensation & bonus program

• Flexible Vacation (US exempt & CA) or 25 days (UK)

• Time off for your birthday & volunteering

• Employee resource groups

• Opportunities for team and company-wide get-togethers!

*perks may vary based on eligibility/location

Please note that background checks are required. Qualified Applicants with arrest or conviction records will be considered for Employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. This role may have access to highly sensitive data, including employee data, customer data, company financials, and proprietary product information.

We love building strong partnerships, but please note that Optro cannot accept unsolicited resumes from agencies. Any submissions without a signed agreement in place will not create a fee obligation.

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